The study aims at investigating how revenue management techniques can be applied in industries which offer multiple products. Most of the companies nowadays trend to produce multiperoducts and they try to find the best method of selling. Therefore, revenue management can be considered as a new direction which should be developed for these firms. In this study, multi-product firms are mainly referred as firms offering a bundle of products or substitute products. In this regard, models and techniques applied in multiproduct firms are discussed and it is tried to provide basic models to better understand the problems, variables, customer choice models and constraints. The main methodology in this study is literature review. In order to carry out the research first revenue management applications and techniques are discussed to find a fit to this kind of industries. The main findings of this study are (1) identifying and analyzing the most important factors affecting decision making regarding managing of bundling and substitute products and ultimately total revenue of multiproduct firms. (2) Summarizing the results and knowledge obtained from various studies within fields of bundling and substitute products. (3) Discussing the possibility of applying different revenue management techniques to these fields. (4) Identifying potentials and new directions for future study with respect to both revenue management techniques and multiproduct firms.

The most important market segmentation in sports and entertainment industry is the competition between customers that buy bundle and single tickets. A common selling practice is starting the selling season with bundle ticket sales and switching to selling single tickets later on. The aim of this practice is to increase the number of customers that buy bundles, to create a fund before the season starts and to increase the load factor of the games with low demand. In this thesis, we investigate the effect of time dependent demand on dynamic switching times and the potential revenue gain over the case where the demand rate is assumed to be constant with time.

Univ., Diss.--Augsburg, 2006.

In this dissertation a new method is proposed to estimate willingness-to-pay (WTP). The method works as an additional interview scene appended to conjoint analysis and it is named throughout this dissertation as the Price Estimation scene (PE scene). In the preceding conjoint analysis price is not included as an attribute. Instead the exchange rate between conjoint utilities and willingness-to-pay is estimated in the PE scene. This is achieved by the use of product stimuli in addition to price scales that are adapted for each respondent in the interview reflecting his or her previously estimated part-worth utilities. In the PE scene the respondents are presented with a sequence of product choices with assigned prices and indicate whether they would actually purchase each of the presented product profiles. The PE scene is a method to estimate willingness-to-pay at an individual level based only on each respondent's provided information. Shortcomings of existing approaches that use conjoint analysis, such as a missing choice rule as well as problems that arise when price is included as an attribute are overcome. The PE scene was tested in an empirical investigation in which the WTPs of the customers of the Nokia online shop in Germany for different product bundles were estimated. (author's abstract)

Denna uppsatts ämnar ge bättre förståelse för företagsstrategier som kan, och har blivit be-visade, strida mot konkurrenslagarna i USA samt Europa. Konkurrenslagarna har skapats för att upprätthålla perfekt konkurrens på marknaden. Konsumentnytta står ofta i fokus när vi ska definiera den perfekta marknadsplatsen. Vi kommer att se hur perfekt konkur-rens är skapad och sedan krossat med fusioner, kombinationsförsäljning och försök att bygga monopolistiskt övertag. För att vinna marknadsandelar och differentiera från kon-kurrenter på marknaden använder sig företag av olika strategier. Här kommer vi att se kvantitetsättade strategier samt produktbindande strategier. Denna studie fokuserar på Microsoft fallet där vi får följa företaget genom rättsprocesserna i USA och Europadomstolen, där företaget har använt sig av tekniska inställningar för att tvinga konsumenter fortsätta använda deras produkter. Microsoft har större delen av marknaden för persondatorer och har bevisligen utnyttjat sin monopolistiska position på marknaden för att exkludera konkurrenter från marknaden. Många ekonomer har påstått att Shermanakten är tillräckligt utförlig för att döma alla konkurrensfall, medan andra påstår att man inte kan applicera konkurrenslagarna vid Microsoft fallet då nätverkseffekter skapar en odefinierbar marknad. Utmaningen visar sig vara att jämföra värdet och standardiseringsfördelarna med skadan mot marknadskonkurrenter. De nuvarande konkurrenslagarna förutsätter, i de flesta avse-enden, att det är fler än en aktör som tillsammans agerar för att bestämma prissättningen på marknaden. Det har därför varit svårt att se hur Microsoft skulle kunna bryta mot dessa la-gar som en ensam aktör. Konkurrenslagarna är skapade för kunders nytta, och det finns inga bevis att Microsoft hämmar detta, tvärtom har Microsoft bara främjat konsumentnyt-tan.

The overall purpose of this thesis is to describe and analyse how capital goods manufacturers can enhance their industrial service offering. The theoretical basis of this research is found in services marketing, recognising co-creation of value, that the service process is an open production system and that the customer determines value as the manufacturer can only offer value propositions. The empirical basis is a multiple case study of service management at BT Industries, Electrolux Laundry Systems, ITT Flygt, and Saab. The four companies operate within different industries, have different service offerings and they are facing different internal and external conditions, which affect their service organisation and offering. It is becoming increasingly important for capital goods manufacturers to offer services and there are further growth and profit opportunities on the market for industrial services. It is suggested that there is major improvement potential and financial gains possible to achieve if more resources are allocated to services. Moreover, utilisation of new technological means leads to increased dematerialisation and enable manufacturers to enhance existing service offerings as well as enable new ones. Depending on whether the services have a traditional product-orientated focus or a customer-centric process-orientated focus, and depending on the scope of the offering, there are different critical factors to consider. Process-orientated services require knowledge about not only how to service the installed base but also how to improve the customer’s industrial production process. Generally, bundled services require a modular structure with standardised, formalised processes and integration between local and central organisation. Extensive bundled offerings require that both customer and provider have relational intent and a long-term relationship is regarded as a condition for successful customer involvement in service development. Long-term relationships also enable the company to act proactive and develop offerings with a customer-centric approach, instead of having a product-centric approach and internally-focused innovation. To conclude, operational service processes and interfaces, internal and with the customer, are critical to manage both from a cost-efficiency and revenue-effectiveness perspective. Furthermore, it is argued that customer relationships and development of the service offering must be managed strategically. / Report code: LiU-TEK-LIC 2006:42

Thesis (M.S. in Contract Management)--Naval Postgraduate School, December 2004. / Thesis advisor(s): Richard Doyle. Includes bibliographical references (p. 69-73). Also available online.

abstract: Most advanced economies have evolved into service economies with the majority of their activity and jobs being in the service sector. The manufacturing sector is also going through a similar shift towards services. Manufacturers are increasingly complementing their products with new services in order to satisfy a broader array of customer needs and increase the value of their offerings. This shift has offered significant opportunities to the sector and the success of major firms such as IBM, Caterpillar, and Rolls-Royce in competing through services has been remarkable. Despite the increased importance of services in the manufacturing sector, the academic literature is yet to investigate the many questions that arise under this new manufacturing paradigm. Perhaps for the same reason study of servitization is listed as a research priority in recent publications both in the field of service operations management and in the field services marketing. This dissertation covers three essays aimed at disentangling multiple aspects of the role of services in the manufacturing sector. The literature on the drivers and implications of transition towards services in manufacturing firms is limited. The three studies in this dissertation aim at shedding light on this issue. Specifically, the first essay looks at the innovation benefits of service transactions with customers. This paper demonstrate the value of services in getting manufacturers closer to customers and allowing them glean useful information from their service interactions. The second essay investigates the antecedents of service strategy adoption. We suggest that the extant diversification theory does not fully explain servitization and this phenomenon represents a unique type of diversification, which is likely driven by different factors. Through econometric analysis of financial data over a 27-year period, this study explores characteristics of product, firm resources, competition, and industry that encourage adoption of service strategies in manufacturing sector. Finally, the third essay takes a deeper dive and focuses on dealerships, as service centers, in the automobile industry. It investigates the role of dealerships in the success of automakers and explores dealership traits that are critical for market success of an automobile brand. / Dissertation/Thesis / Doctoral Dissertation Business Administration 2018

Graphs have been successfully employed in avariety of problems and applications, being the object of study in modeling, analysis and construction of visual representations. While different approaches exist for graph visualization,most of them suffer from the severe clutter when the number of nodes or edges is large. Among the approaches that handle such problem, edge bundling techniques attained relative success on improving the quality of the visual representations by bending and aggregating edges in order to produce an organized layout. Despite this success, most of the exiting techniques create edge bundles based only on the visual space information, that is, there is no explicit connection between the edge bundling layout and the original data. There fore, these techniques generates less meaningful bundles and may lead users to misinterpret the data. This masters research presents a novel edge bundling technique based on the similarity relationships among vertices. We developed such technique based on two assumptions. First, it supports the hypothesis that edge bundling can better represent the data when there is an inherent connection between the proximity among the elements in the information space and the proximity between edges in the edge bundling layout. We address this question by presenting a similarity bundling framework, that considers the similarity between vertices when performing the edges bending. To guide the bundling, we create a similarity hierarchy, called backbone. This is based on a multilevel partition of the data, which groups edges of similar vertices. Second, we also support that a multiscale representation improves the visual and complexity scalability of bundling layouts. We present a multiscale edge bundling, which allows an overview plus detailed exploration, coarsening or revealing the bundling at different levelsof the same visualization. Our evaluation framework shows that our backbone produces a balanced hierarchy with a good representation of similarity relationships among vertices. Moreover, the edge bundling layout guided by the backbone reduces the visual clutter and surpass state-of-the-art techniques in displaying global and local edge patterns. / Grafos são empregados com sucesso em uma grande variedade de problemas e aplicações, sendo objeto de estudo na modelagem, análise e na construção de representações visuais. Embora existam diferentes formas para a visualização de grafos, a maioria delas sofrem pela desorganização do espaço visual quando o número de vértices ou arestas é alto. Entre as abordagens que lidam com este problema, as técnicas de agrupamentos visuais de arestas obtiveram sucesso na melhora da representação visual pelo encurvamento e agrupamento de arestas que aperfeiçoam a organização da representação. Apesar deste sucesso, a maioria das técniques criam grupos de arestas baseados apenas na informação do espaço visual, não existindo conexão explícita entre o desenho no espaço visual e o conjunto de dados original. Dessa forma, estas técnicas produzem agrupamentos de arestas com baixa significância e podem levar o usuário a uma interpretação incorreta da informação. Esta pesquisa de mestrado apresenta uma nova técnica de agrupamento visual de arestas baseado nas relações de similaridade entre os vértices. Nós desenvolvemos esta técnica com base em duas premissas. Primeiro, ela defende a hipótese que a representação por agrupamento de arestas pode representar melhor o conjunto de dados se existir uma conexão inerente entre a proximidade dos elementos no espaço de informação e a proximidade entre arestas no desenho de arestas agrupadas. Nós atendemos esta questão apresentando um arcabouço para o agrupamento de arestas baseado em similaridade, que considera a similaridade entre vértices para realizar o encurvamento das arestas. Para guiar este encurvamento, nós criamos uma estrutura de similaridade, denominada backbone. Esta estrutura é baseada em um particionamento multi-nível do conjunto de dados, que agrupa arestas de vértices similares. A segunda premissa, nós também defendemos que uma representação multiescala melhora a escalabilidade computacional e visual da representação visual de arestas agrupadas. Nós apresentamos um agrupamento visual multi-nível de arestas que permite uma exploração generalizada e detalhada, revelando detalhes em múltiplos níveis da visualização. Nosso processo de avaliação mostra que a construção do backbone produz uma hierarquia balanceada e com boa representação das relações de similaridade entre os vértices. Além disso, a visualização com arestas guiadas pelo backbone reduz a desordem visual e melhora as técnicas do estado-da-arte na identificação de padrões de arestas globais e locais.

The software industry’s largest and most severe problem is software piracy. Most attempts to stop illegal copying of software have failed. Alternative ways to remove software piracy must therefore be discovered and some are already being used. These ways include alternative methods of financing software products instead of trying to stop illegal copying. The alternative methods use the low cost of software duplication as an advantage to increase sales instead of seeing it as a problem. This requires a change in the business model to focus on other revenue sources than per-copy fees. Many different alternative financing methods exist. These are suitable under different conditions and there is no universal solution. The methods all have one thing in common. The user can legally copy and use the software product without purchasing a license. All have different positive and negative effects on the user and this can create the opportunity to use several business models to cater different market segments. / Mjukvaruindustrins största och allvarligaste problem är piratkopiering. De flesta försökt att få bukt med piratkopieringsproblemet har misslyckats. Alternativa metoder för att försöka lösa piratkopieringsproblemet måste därför hittas. Ett alternativt sätt att lösa piratkopieringsproblemet på är med hjälp av alternativa finansieringsmetoder för programvara. De alternativa finansieringsmetoderna använder sig av mjukvaras speciella egenarter som extremt låg reproduktionskostnad och enkelheten att enkelt göra perfekta kopior. Dessa alternativa finansieringsmetoder försöker hitta andra källor för inkomst än försäljningen av licenser. Många alternativa finansieringsmetoder finns. Dessa är tillämpbara och lämpliga i olika situationer och ingen universell lösning finns. Det dessa metoder har gemensamt är att programvarans användare fritt kan kopiera programvaran och använda den utan att behöva köpa en licens. Då de alternativa finansieringsmetoderna har olika positiva och negative påverkningar på sina användare ges tillfälle att kunna kombinera modeller.